The Sales Hunter
MAY 23, 2017
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].
Understanding the Sales Force
MAY 23, 2017
Cold calling is dead. Not. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.
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Sales and Marketing Management
MAY 23, 2017
Author: Ellen Barton, Marketing Programs Manager at InsideView Social selling can be a powerful means of reaching out to prospects and building brand loyalty, but pulling off social selling success isn't as simple as jumping on a social network and posting about brand products and offers. To effectively jump-start social selling, key stakeholders and sales staff will need to do more than just be present online.
SBI Growth
MAY 23, 2017
Joining us for today’s show is Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. To follow along, download.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Pointclear
MAY 23, 2017
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14
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A Sales Guy
MAY 23, 2017
The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on. Don’t forget to check out my take and remember to subscribe. Watch: The Real Deal of Sales.
Customer Centric Selling
MAY 23, 2017
Sales Tips: What IS a Sales Process and WHY Is It Important? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.
Mindtickle
MAY 23, 2017
In this 16-minute podcast, Crepeau and Wolber outline: Why there is a pressing need for sales enablement. What industry trends are shaping B2B sales. Common mistakes sales enablement leaders commit. The key sales enablement initiatives at G5. “Today, sales enablement spans every function within the organization. Let me take a step back, and say why sales enablement is so hot now in my opinion.
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Partners in Excellence
MAY 23, 2017
Let’s face it, we care about what we care about–usually, it’s about ourselves. Are we achieving our goals, are we getting the things done that are important to us? It’s our highest priority. Not that we are bad people or don’t care about others, but we are fundamentally driven by what is important to us and our abilities to achieve our own goals.
Paul Cherry's Top Sales Techniques
MAY 23, 2017
Dear Paul, Why is that too often prospects are congenial, open and interactive with me at the start, but once I respond to their needs with a quote, I get “radio silence” and things go dead. I leave voicemails and send emails but I get no response. What’s worse is when I finally do get through to those prospects, too often I hear, “We liked your quote…buuuuttttt…we decided to go with another vendor.
Sales Gravy
MAY 23, 2017
Why go out and generate leads the hard way. Sometimes you have to but start with the easiest ways first. Generate leads within your existing customer base. Whats the easiest business you will ever get?
Customer Centric Selling
MAY 23, 2017
Sales Tips: Reducing Churn with SaaS Renewals. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sales Gravy
MAY 23, 2017
In this podcast episode, Paul Smith and Jeb Blount discuss selling with stories. Jeb shares a fascinating story from his book about a young sales rep who worked for a truck leasing company.
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